MFP Copier Blog
My Sales Month Just Ended, What about Yours?
I thought this would be a great reminder about how many selling days are available each month.
Since my month ended today I've already calculated that I have 21 selling days for the month of May. May is a most generous month with no Holidays since I'll end my month on the 23rd.
Thus a little more than four weeks to continue the grind and do the planning.
A great sales person always has a plan. The start of each month kinda goes like this for me.
- See how many selling days are in the month, subtract holidays, PTO, and or vacation days. You'll now have a good idea of how many days are available to get what you want
- I'm an old dog, and I'm sure there's an app for this but I prefer to write down (yes it's in my CRM as well) the clients in my 60 day funnel. I'll also include comments for net new, revenue, percentage of closing, type of device and GP. We always want to see our potential GP for each device because this allows me to focus on where I can take from Peter to pay Paul.
- I'll make check marks next to each client when I contact them. The average use to be 7 contacts, but it's more like 10 in recent years.
- Yes, yes I know I have a CRM but I'm fraking old! I make another list of "things to do". It's the list that never ends, however it's the list that continues to reap rewards. No one and I repeat no one can remember everything that needs to be done when you have a book of accounts. If you don't have a book of accounts then get use to keeping one because your "to do list" will make you and model of efficiency. Clients love nothing more than your prompt response when a need or question is posed.
- Yes, I still have an appointment book, but my appointment book is what brings everything together with "to do's", "pipeline", "counting revenue", and counting "GP".
What I love most about the process that I use is that I get a charge out of crossing/completing items on my lists. I guess that's why I still do what I do because I still enjoy the RUSH of it all.
-=Good Selling=-
MSP, MSSP & IT Industry Notes for April 24th, 2023
IT, MSP & MSSP Industry Notes
Sponsored by
April 23th, 2023
Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your client
New Blackpoint University Educates, Empowers Managed Service Providers to Grow
- announces the launch of Blackpoint University, a learning platform to empower MSPs to mature their core business operations
- will offer sales and technical cybersecurity training, with instruction by leaders from the military, intelligence, and business communities
- Blackpoint Cyber offers a world-class, nation-state-grade cybersecurity ecosystem serving the MSP community
Ricoh Europe strengthens IT Services capabilities with PFH Technology Group acquisition
- reached an agreement to acquire PFH Technology Group (PFH), a provider of IT infrastructure, cloud and managed workplace services
- Founded in 1985, PFH is a leading integrated digital infrastructure and managed services company in Ireland
- Through its workforce of over 750 employees, it supports more than 1,000 customers with IT and communications technology needs
APAC demand for cloud and managed services rebounds
- Reported on channelasia
- Demand for cloud-based XaaS and managed services in the Asia Pacific region has bounced back in the first quarter of 2023
- APAC ISG Index – which measures outsourcing contracts with annual contract value (ACV) of US$5 million or more – found that ACV in Q1 for the combined market of XaaS and managed services rose 4 per cent from the previous quarter to US$4.1 billion
CrowdStrike Announces Managed XDR: Closing the Cybersecurity Skills Gap
- introduced CrowdStrike Falcon Complete XDR, a new Managed eXtended Detection and Response (MXDR) service from the MDR and endpoint security
- Built on the CrowdStrike Falcon platform, CrowdStrike Falcon Complete XDR unifies human expertise with AI-powered automation and threat intelligence across security
- According to an Enterprise Strategy Group (ESG) report1, 47% of organizations believe they don’t have adequate skills for security operations
- The Pentagon announced that an IT worker and Air National Guard airman was allegedly responsible for leaking top secret documents regarding the war in Ukraine
- NBC News reported that a printed document was found on the street in Belfast, Ireland detailing the itinerary of President Biden’s visit to the country
- IBM reports that time to execute ransomware has dropped 94% over last few years
- Bitdefender published report that says 42% of IT professionals have been told by their upper management to keep a security breach under wraps
- Tesla Corp. admitted that some of its employees have illegally captured images recorded by its customers’ car cameras.
- Chippewa County Human Resources of Wisconsin notified 842 employees that their info was exposed after laptop computer was stolen
- The federal government is warning the US Healthcare industry that the North Korean government is ramping up ransomware attacks in order to fund their weapons programs
- Mount Nittany Health of State College, PA hit by lawsuit claiming negligence after a breach that exposed PHI of an unknown number of patients
Lead for IT Services (click link)
- Request for Proposals for Information Technology Services for the Housing
Department
Lead for Managed IT Services (click link)
PC sales are down double digits
Research published by IDC
- For last quarter, total worldwide shipments down 29% from 80.2 million to 56.9 million YoY
- HP sales of PCs down 24.2%
- Apple sales of PCs down 40.5%
- Lenovo of China sales of PCs down 30.3%
Sharp and ConnectWise Announce Strategic Collaboration
- announced a strategic collaboration to deliver upon their shared vision of providing secure and efficient managed services through their extensive channel partner networks
- first deliverable is a managed Print Security Service that offers unique visibility into print security for Sharp devices
- the new Print Security Service for Sharp MFPs and printers will elevate print security event management to be a full partner in the IT stack, as it captures and analyzes a comprehensive range of event logs, and alerts customers to potential threats using ConnectWise SIEM, which will be monitored 24/7 by ConnectWise's Security Operations Center
Lock in on Cyber Security with ARCOA
- customer has a staggered refresh cycle, the value of the equipment can be issued in the form of a credit growing over time
- identifying assets that are usually passed over and often have significant value
D2iQ Launches Kubernetes Management Program for Managed Service Providers
- announced its new Managed Service Provider (MSP) Program
- to harness the power of the D2iQ Kubernetes Platform (DKP) and D2iQ Kubernetes expertise to deliver the benefits of cloud-native computing to their customers
- D2iQ is the leading provider of state-of-the-art cloud platforms that enable organizations to embrace open-source and cloud-native innovations while achieving production-ready Day 2 operations
Forcepoint Launches Global Managed Security Service Provider Program for Forcepoint ONE SSE
- Managed service offerings based on Forcepoint ONE SSE platform simplifies Zero Trust security, provides a fast ramp to Data-first SASE for partners
- MSSPs and distribution partners benefit from flexible consumption of Forcepoint converged, cloud-delivered security solutions on a ‘pay-as-you-go, pay-as-you-grow’ subscription model
- Forcepoint simplifies security for global businesses and governments
- Smarttech247 is a multi-award-winning cybersecurity company that helps organizations reduce their risk
VMware Accelerates and Simplifies Partner‑Led Managed Services for the Multi‑Cloud Era
- announced VMware Cross-Cloud managed services, a set of prescriptive offers with enhanced partner and customer benefits that will enable highly skilled partners to expand their managed services practices
Lead for IT Services (click link)
- Information Services Department (ISD) is
seeking proposals from well qualified vendors to provide contingency staffing support for short-term
County technology projects
CRN magazine reports that sales of hard disk drives has plummeted 35%
- Drop in sales observed in all segments
- Seagate has 44% of all sales, while Toshiba has 19% marketshare
- Main reason for decline is hard drives are being replaced by superior solid state memory chips (SSD) which have no moving parts, use less electricity, and are self-encrypting
This Week in the Copier Industry 15 Years Ago
This Week in Copiers Fifteen Years Ago
Last Week of April 2008
Real Copier Sales
One of my stops was to an existing wide format Architect. Luckily my Architect was in the office and what was suppose to be a meet and greet turned into a thirty minute appointment. My client did not have a need to replace the existing device, however we yucked it up about getting old, the high taxes in New Jersey, and thought of leaving New Jersey. My client then asked what the rest of my day was like and I responded with telling him about my next two stops. He then told me that he new both principals and had worked with both principals in the past. In addition he asked that I mention him when I stop in...more here
Enjoy These awesome copiers threads from 15 years ago
Weekend Copier Notes from 04/27/08
Neal ·
board attorney, Percy Harvey, who was deceased at the time of the signing. - In a study conducted by Lyra Research, the results of a survey found that Konica Minolta bizhub color MFPs were used to print more overall pages per month, and more color pages than similar equipment from Ricoh and Xerox. - American TonerServ Corp. of California announced it has purchased The Pendl Company of Brookfield, WI. Both are companies that provide toner cartridges. - Canon announced it has placed an imagePRESS
Topic
Canon Q1 profit down 18 pct, cuts outlook
Art Post (Guest) ·
the current business year. Although Canon saw healthy demand for its IXY and EOS brand digital cameras, the yen's appreciation hurt its overall profitability. The company earns more than three-quarters of its group revenues overseas, but the value of those earnings falls when converted back into a stronger Japanese currency. Sluggish copier demand in the United States also hit Canon, which competes with Xerox Corp (XRX.N: Quote, Profile, Research), Konica Minolta Holdings Inc (4902.T: Quote
Topic
Kyocera Mita America’s Data Security Kit Offers Advanced Encryption and Overwrite Cap
Art Post (Guest) ·
, as set forth by Sarbanes-Oxley (SOX), HIPAA, or other federal government mandates, as well as stringent data security needs to ensure secure printing, sending and coping of highly confidential materials, Kyocera Mita America has added critical enhancements to its Data Security Kit, including Hard Disk Drive (HDD) Overwriting and Data Encryption. Data Security Kit (C) will overwrite all data on the standard HDD at the device level immediately after each copy, print and scan job is completed
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Re: Samsung SCX-6345N
Art Post (Guest) ·
Nice unit, MSRP fom Samsung is $2,995, MSRP from Muratec is $4,995. Letter and Legal only, 50 page df, sorter/stapler, max paper capacity 2,200 sheets plus by-pass. Scan2email, scan2folder, color scan, walkup fax, fax4ward2pdf or folder. We are doing all inclusives for .0160 Runs very well, our customers are averaging 7,000 pages per month. Accounting package does not work (as of three months ago). Will not receive letter and legal faxes, they must print toone size paper only. System is still
Topic
Print Control/Mgmt
I'm trying to offer a solution that would allow my prospect to manage their printing more effectively and efficiently. It's a private school that will be replacing many HPLJ's and many inkjet printers. We're proposing a few color mfp's, some color laser printers and some b&w laser printers. I need a solution that will allow the administrator to track usage by user across all devices with one simplified report. Oh yeah, and it needs to be inexpensive I'd appreciate any input.
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Need Input for Color Deal
A customer of ours contacted me today on a new program they are implementing. This customer is a newspaper company with roughly 380 newspapers under their belt. The program is that they want to print color double sided letter size invoice statements to their clients to the tune of 96,000 color prints per month. I am debating on what to quote them. They currently have two Xerox Phaser printers with 3 paper trays, but the problem is the output tray only holds 500 sheets. They will make production
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You Can't Satisfy Every Customer
Sometimes you cannot satisfy a customer, no matter how much customer service you provide, and how well the system operates. Case in point...We have had this customer for 8 years, and had sold them a Savin 2527, and a Savin 4027sp as the latest series. They had a 48 month lease contract with full service, and had been happy up to 3 years ago, from what they say. I received a letter they sent to the leasing company stating they did not wish to renew their lease, nor did they want another Savin
Topic
fax4ward issue with MP5500SP
Art Post (Guest) ·
Our cleint had scanrouter and was forwarded all faxes to email, we upgraded this client to the MP5500Sp and added the fax option. We programed all faxes to be forwarded to email and all has worked well. However, now the customer has an issue with the naming solution that fax4warding uses with the MP5500SP, the systems gives and arbritrary (hope I spelled that right)file number when forwarded. Scanrouter actually showed the incoming fax number. The client likes the new system, however not the
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Re: Need Input for Color Deal
From the outside looking in, this deal begs for a total solution proposal that takes into consideration more than just speeds and feeds but you can't do it justice by tomorrow afternoon. What is the nature of the content? Is content that is color static and the variable B&W? If so, they would be better served financially with pre-printed stock. Is the intent purely to generate an invoice or do they intend to use this output to promote products or services. If it is the latter, have you looked
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Re: Need Input for Color Deal
Shaja ·
I also agree that this situation calls for much more than just hardware. There are data issues and workflow issues here. Hardware is the last part of this equation. In addition to Old Glory's questions, Have they discussed where their data is coming from, what format it's in and whether it's proprietary? How clean is the data? Do they have any other delivery needs for the output (for example, archiving pdfs of the invoices, searchable archiving, faxing, emailing)? How do they currently generate
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Re: Need Input for Color Deal
Well, unfortunately I do not get to present those ideas to this customer. They have already implemented a Pitney Bowes mail-merge system that is set up to send out renewal notices (not invoices) to 67 newspaper customers around the country. They aleady have in place a folder/envelope stuffer/sealer in place to take the printed notices. I approached them with the idea of getting the notices pre-printed for greater savings, but the response was, the system was already in place to print. They had
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Re: Ricoh MPC6000 vs Xerox WC7665
Good morning: The truth of the matter is that the Xerox DC systems are 2400 dpi, but at 1-bit. And KM is at 600 dpi, but 8-bit. keep in mind that there is also a third factor that dictates image quality, and that is the dither pattern, which is essentially how those individually modulated dots are placed next to each other to create the illusion of shades and tones. The problem is that it can't be easily quantified, so no one talks about it. At the end of the day, don't get caught up into the
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Re: Samsung SCX-6345N
Are you selling these as an alternative to the Ricoh's when the deal is tight? Do you have a good mark-up for GP?
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Re: Need Input for Color Deal
I also received a copy of what they are printing. I will scan and attach tomorrow to show what the output is. I should be able to put the quote off until Monday to gain more insight.
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Re: You Can't Satisfy Every Customer
3 jams in 168,000? come on, that is not possible, I would guess like 100 jams atleast. Maybe you had to visit it 3 times, but most jams are customer removable. I have never seen a copier that had only 3 jams in 168000 unless its a high volume copier running all day, never in a normal office environment. Too many variables affecting the machine/paper over too long time for this to happen. If the customer really only had 3 jams, and did not tolerate that, he should get a diploma for being the
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Re: SCANNER/PRINTER KIT TYPE 7500
Good morning: Configuring the SR5000 for either the GBC or BK5010 is not a new requirment. If you take a look at the last few generations of Ricoh MFPs that supported the options, there has always be the requirement to include the 100-sheet doument finisher when configuring the GBC or Plockmatic. While finisher models have changed (SR841, SR842, and now SR5000) the requirement has always been there.
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Re: Need Leasing Help!
Great America is now doing print fleet management leases which by definition funds a payment not collateralled (not really a word) by equipment. If they are willing to that, I would think that they would no longer hold to the typical maximum 125% of MSRP rules. Another idea...can you pre-fund maintenance and exaggerate the rate? By that I mean add $68,000 to your normal maintenance rate but attribute it all to maintenance. I've never tried...just trying to think outside the box.
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Re: no e-cabinet now what?
Art Post (Guest) ·
Our company has just taken on Nitix (network in a box). I am selling Docuary (P4P Capture Software)and then using google desktop as the search engine.
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Re: Print Control/Mgmt
Ooops sorry. Smart Accounting only works with users codes. Try the print director software suite.
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Re: Samsung SCX-6345N
How do you get away with selling for $5,500 when they retail for $2995 and are sold on the internet for $2,700? Am I missing something?
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Re: Samsung SCX-6345N
Art Post (Guest) ·
The one I just sold had an additional paper tray and the finsiher and cabinet. Muratec MSRP is $4,995 for 4550, I think $800 for finisher and $350 for paper tray and $400 for cabinet. What I have been doing is not leading with this machine, I am leading with traditional A3 systems. When I get an objection, whether competition or price, I then ask the user if 11x17 is really needed to copy, print or scan. In most cases the answer is NO, from there I proceed to tell the story about how A4
Topic
Need Leasing Help!
Art Post (Guest) ·
Customer wants to get rid of toshibas. I can save them money and start a new lease, however lease is 168% of MSRP plus it is over $100K. Is there anyone who will not blend at that percentage of some leasing company that will work with us better than CIT, DLL & USXL. Thanx
Topic
no e-cabinet now what?
tnorris ·
Since Ricoh has discontinued the e-cabinet. What is everyone offering for a solution for the small to mid users for document storage?
Topic
Web Image Monitor
Art Post (Guest) ·
I couldn't wait to tell you all about this. I had to demonstrate Web Image Monitor to a customer, they were interested in the ease of use for programing the MFP. Our company has no demo units, nothing new in stock and they would have charged me $250 to ship a machine down to demo. I did a search on google and found 8 web image monitors that were on wan's. I then found two were the users had left the default username and passcode. End result I was able to log in as admin and demo WIB to client
Topic
RISO INTRODUCES NEW SERIES OF DIGITAL DUPLICATORS
Art Post (Guest) ·
Danvers, MA – April 22, 2008 – RISO, Inc., a leading manufacturer of high speed printers and duplicators, announced today the introduction of two new series of digital duplicators: the CZ and EZ series. The new EZ series, which includes the EZ220, EZ390 and EZ590 models, are designed to enhance productivity, print quality and offer a host of features not previously possible with traditional office printing equipment. The CZ180 is also being introduced as the first model in the new CZ series
-=Good Seeling=-
Question To The Sales World... Are You Paying Attention To Your Clients?
"Attention really is a currency that you exchange to get something back: awareness, understanding or connection."
Susan Pearse
Throughout our time together... I encourage you to think about your clients and continually ask yourself...
Do I have a deep understanding of their needs, wants and desires?
How well connected am I inside their business?
What you pay attention to today determines your future
Are you paying attention to your clients?
Sustaining meaningful value in the minds of your clients requires persistence, extreme focus and radical attention.
Think about your clients:
- What’s happening right now within their business?
- What changes if any may be happening to them right now?
- What problems may they be facing?
- What difficulties are they encountering in their marketplace?
Simply put, what you pay attention to gets done and what you continue to pay attention to grows in importance.
Whether you are a business owner, senior executive, sales leader or sales individual...
Are you paying attention to the mission critical activities that will drive your business forward?
How much time might you be wasting in paying attention to things holding you back?
What and are your attention stealers? Can you name them?
When you pay attention to your clients, not merely listening to them, but focusing in on them, you will discover more than you can imagine.
WHAT ARE YOU PAYING ATTENTION TO?
“Wherever your mind goes, your body follows. Wherever your thoughts go, your life follows.”
Benjamin P. Hardy
Translated into sales context... wherever your sales mind goes, your body follows and so does your results. Wherever your thoughts go, your sales life follows.
What are you focusing on to grow your business? Where is all of this leading you?
To quote Dan Sullivan,
“Your eyes can only see and your ears can only hear what your brain is looking for.”
Relating this to sales, I will refer to Dandapani, a Hindu priest, entrepreneur, international speaker and former monk believes,
“If I took a watering can and watered the garden bed; would the weeds grow or the flowers grow? Both. Water has no ability to discriminate between the weeds and the flowers. Whatever you water grows.”
At this very moment, your sales life is a direct reflection of the thoughts, decisions, and seeds you have previously planted.
What are you watering?
As you're reading this, I ask you... Would you like something different?
Then I encourage you to plant something different. Do something different and take control over your client garden.
If you would like to have an ever-flowing sales garden, then I ask you... what seeds are you planting in your relational garden?
EVERY DAY MATTERS
“What you do with your attention is in the end what you do with your life.”
John Green
How can you apply this quote to your sales life?
Simple, your client relationships and sales growth are either in a state of growth or a state of decay.
What you're willing to plant today will begin to express itself today, tomorrow and into the future. And this is why everyday matters. Every choice matters.
You have a daily choice; shall I water my relational garden? Shall I fertilize my relational garden? Shall I tend to the weeds in my relational garden?
What client relational generating activities are you paying attention to?
What client revenue generating activities are you paying attention to?
You could spend your sales day distracted and disorganized or you could spend it engaged and excited.
The choice is yours as to what you pay attention to?
PAYING ATTENTION, ENHANCE YOUR BUSINESS.
"Give whatever you are doing and whoever you are with the gift of your attention."
Jim Rohn
Are you giving your clients the attention needed to grow the relationship, grow their business and to enhance your sales results?
The ways in which you pay attention to your clients will determine the experiences they have. Conversely, these experiences will determine the quality of your sales lives.
Ultimately this all impacts your ability to grow your business.
Again, I am going to ask you... What are you paying attention to?
Continue to follow along with me as I take you back in time... All of us are going back to the year 1890, a mere 130 plus years ago, as I introduce to you the book, The Principles of Psychology, Vol.1, by William James.
Inside the book he wrote a powerful statement packed with meaning: “My experience is what I agree to attend to.”
Therefore, if your experiences are based on what you agree to attend to, then the same can be applied to your clients and the experiences they have with you, or what they attend to with you.
The simple act of paying attention and the way in which it's performed, James cites, is what sets geniuses apart from ordinary people.
Could the simple act of paying attention be what sets sales professionals apart from sales reps?
To further reinforce the importance of paying attention, we will go back to William James,
"Sustained attention is the easier, the richer in acquisitions and the fresher and more original the mind. In such minds, subjects bud and sprout and grow. At every moment, they please by a new consequence and rivet the attention afresh. But an intellect unfurnished with materials, stagnant, unoriginal, will hardly be likely to consider any subject long."
People, this quote is over 130 years old and is massively applicable to the sales world today.
Sustained attention over time is easier. Are you bringing fresh ideas, new perspectives and originality to your clients; to bud, sprout and grow the relationship?
Is every interaction with your clients riveting and afresh? Think about it.
Let's flip this on its head,
An intellect (let's call it what it is, a sales rep) unfurnished with materials, stagnant, and unoriginal, will hardly keep the attention of their clients.
Attention combined with experiences will determine if your clients stay or if they go elsewhere.
STOP TAKING YOUR CLIENTS FOR GRANTED, PAY ATTENTION TO THEM!
"Life is a precious gift - a gift we often take for granted until it is threatened."
Lecrae
Taking your clients for granted and not paying attention to them is an awful mistake. One that will come back to haunt you, mark my word.
Unfortunately, and for many in sales when they get bit by the "complacency bug" it inflicts venom that takes salespeople down the path of finger-pointing and excuse making.
Taking your clients for granted is equivalent to shutting down your business.
Given the fierce competition vying for your client's business, they will not stick around for long when complacency sets in.
According to research conducted by Microsoft and cited inside the Nextiva blog - "100 Essential Customer Service Statistics and Trends for 2022, update: June 3rd, 2021."
"68% of people around the world have stopped doing business with a company because of a poor customer service experience."
Let's apply this quote to the sales world but with a twist...
Could 68% of your clients stop doing business with you due to a poor experience or lack of attention by you?
YOUR CLIENTS ARE A WEALTH OF KNOWLEDGE IF YOU PAY ATTENTION TO THEM
"Success can lead to complacency, and complacency is the greatest enemy of success."
Brian Tracy
It can be said that success breeds mediocrity.
Can this be said about your client relationships and what you've been paying attention to?
I can't stress enough how important all of this is to the health of your sales career.
So, do I have your attention yet? Are you starting to smell what I have been cooking?
If you've been paying attention to your clients, you will be able to answer the following...
Are you delivering value to your clients?
Do I have you thinking about all of this in a different manner?
I truly believe it’s more effective to act as if no one knows you or recognizes the value you bring because this will make you show it every day.
Would you know the last time you met with one of your clients and asked them, "What value do my services, products or solutions create for you?" I am waiting for your answer, still waiting, still waiting; just what I suspected - it has been a while or quite frankly, never.
I encourage you to think about this question "What does value add look like to your clients?" I bet your clients want to increase sales and grow their client base, correct?
Ever ask your clients, "What does a great sales and client experience look like?"
You see, when you pay attention to your clients, when you truly care and give a rip about your clients, and when you're willing to ask them questions that nobody has asked them before, you get real answers that provide real relational growth.
In Conclusion
What are you paying attention to?
Is this what you need to be paying attention to?
Is it time to plant some new seeds?
What you plant today becomes your tomorrow, the next day, and into the future.
So, plant with intention. Pay attention and care for your garden, and that be your clients.
Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Brad Adams, a dynamic and engaging speaker, trainer, and coach who helps clients transform their organizations and accelerate revenue growth. Darrell shares the analogy of "slowing down to speed up" and this captures what Brad says about investing in people.
If leaders want their sales reps to improve their relationship selling with their ideal clients, then they have to model how to invest in people to their sales reps. Coaching requires a significant time investment but the payoff translates to better relationships, retention, and results.
HIGHLIGHT QUOTES
Avoid being transactional and invest in your people instead - Brad: "When you just tell people what to do, it's almost like a salesperson being very transactionally-minded with their clients. You're being a transactional-minded leader when you're telling people what to do versus spending that extra time guiding them, provoking them, asking them very profound questions to get them to the realization that maybe they can do things a better way."
Make the time investment to coach reps on relationship selling - Brad: "We don't do coaching as leaders because it's really hard and it's really time-consuming, but yet if we were to do that, we would mold the person into being a better relationship seller."
Connect with Brad:
LinkedIn: https://www.linkedin.com/in/brad-adam...
Learn more about Darrell and Larry:
Darrell: https://www.linkedin.com/in/darrellamy/
Larry: https://www.linkedin.com/in/larrylevi...
Website: https://www.sellingfromtheheart.net/
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@SellingFromt...
Please visit WHYINSTITUTE.COM
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https://www.workbetternow.com/
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https://www.sellingfromtheheart.net/d...
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https://authenticsellingchallenge.com/
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This Week in the Copier Industry 10 Years Ago
This Week in Copiers Ten Years Ago
Last Week of April 2013
Real Copier Sales
I wasn't to excited that "The Hunt for Wide Format" was going to take place on a rainy day in Jersey. I had two choices, one was to start the hunt in the rain or go back to office and make phone calls. I choose to do the hunt because working the phone lately has been terrible. In addition I can't afford to waste time when you can't get DM's on the phone. more here
Check These Great Copier Threads from Ten Years Ago This Week
Sharp to Samsung: Hands Off Our Copier Division
Art Post (Guest) ·
has indeed contracted: Kyocera absorbed Mita in 2000, Konica and Minolta merged to become Konica Minolta in 2003, Canon absorbed Océ in 2010, and, also in 2010, Panasonic abandoned the A3 business, although it still offers A4 devices. Yet Sharp has hung on. The mystery is why. In fiscal 2011, Sharp’s copier and printer business generated $1.2 billion in revenue (at current exchange rates), only 4.7 percent of the company’s total revenue. Sharp does not report the profit of its copier and printer
Topic
Ricoh Delivers Enhanced Workflow Solutions for Print Service Providers
Art Post (Guest) ·
Solutionstechnologypartnership - SaaS provider of name and address hygiene along with bulk mail sortation services for web-to-print, CRM, ERP, and variable digital printing solutions, TEC Mailing Solutions, has teamed up with Ricoh to provide cloud-based support for critical mailing output enabling cost-savings and automated, streamlined workflow throughout a broad range of print and mail operations. For more information about Ricoh's workflow portfolio and its latest enhancements, please visit
Topic
The New Reality for Today’s Copier Sales Reps
Art Post (Guest) ·
disguise. “I look at things and try to come up with solutions and ideas and try and alter or change the course of my business and how we’re doing things.” Ritschel is on the front lines every day, selling alongside his nine sales people. “I see prospects and customers and I’m very in touch with the marketplace and not in some tower having things filtered up to me,” he says. His main concerns of late is what he calls the industry’s race to zero and the new reality for today’s copier sales reps
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Ricoh Americas Corporation and Applied Imaging Announce Strategic Agreement
Art Post (Guest) ·
and managed services customers in this geography and Applied Imaging will provide service to those accounts. “Today’s announcement is built on a strong foundation – a long, mutually beneficial partnership between Ricoh and Applied Imaging,” said Jim Coriddi, Vice President, Dealer Division, Ricoh Americas Corporation. “Furthermore, today’s news demonstrates Ricoh’s commitment to growing our business and strengthening our dealer community. While this agreement with Applied is not part of a
Topic
Canon U.S.A. Launches imageRUNNER ADVANCE C9200 PRO Series Multi-Function Printers fo
Art Post (Guest) ·
Canon U.S.A. Launches imageRUNNER ADVANCE C9200 PRO Series Multi-Function Printers for Light Production and imageRUNNER ADVANCE C7200 Series MFPs for High-Volume Offices MELVILLE, N.Y., April 29, 2013 – Offering faster black-and-white print speeds, shorter warm-up times, more standard system features, improved finishers and greater energy efficiency than the multifunction systems they replace, Canon U.S.A., Inc., a leader in digital imaging solutions, has introduced the imageRUNNER ADVANCE
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GlobalWise Enters Into New Channel Sales Partnership With Muratec America
Art Post (Guest) ·
, headquartered in Plano, TX, is a U.S. based subsidiary of Muratec Machinery, Ltd., a privately held Japanese multinational corporation founded in 1935. Operating throughout North and South America, Muratec America is a manufacturer of workgroup A4 (letter/legal) multifunction printing solutions and is a provider of managed document services components. Muratec America has an experienced sales force and over 500 dealers in North America. "Muratec America represents another fantastic channel partner
IDC Names Ricoh Market Share Leader in U.S. High-Speed Inkjet Placements for Five Yea
Art Post (Guest) ·
BOULDER, CO – Ricoh Production Print Solutions LLC (Ricoh), a leading provider of digital output solutions, today announced that it has been named a Leader in an IDC MarketScape and Vendor Shares report, both focused on the high-speed inkjet continuous feed market. For the fifth consecutive year, Ricoh’s InfoPrint 5000 production print platform has been named the high-speed inkjet market share leader in the United States, according to IDC’s U.S. Production Printer and MFP 2012 Vendor Shares
City in $2 million dispute with Xerox over camera tickets
Art Post (Guest) ·
Baltimore officials are refusing to pay the city's former speed and red-light camera operator $2 million for its final three months of work, a period that preceded the troubled start for the new contractor in January. The city stopped issuing tickets from the cameras for weeks because of the rocky transition from the old vendor, Xerox State and Local Solutions, to Brekford Corp. Xerox says it's owed money for services provided in October, November and December, according to Solicitor George
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Canon ipf 720
Art Post (Guest) ·
Please, what is the maximum length of roll paper that can be used in the ipf720. I checked a few brochures but found nothing.Art
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Re: MPC8002
Nasher ·
its about time ricoh got a new product out as they have been flogging a dead horse for years lets hope this copier is as good as all the other mpcs in the range now
Topic
Nuance OmniPage Ultimate Delivers Document Accuracy and Simplicity to Businesses
Art Post (Guest) ·
businesses. OmniPage Ultimate removes complexity from digitizing and sharing documents, is universally compatible with any scanner, and offers the best tools to customize any document workflow processes. In addition, with OmniPage’s DocuDirect feature, users with low-volume scanning devices, including digital copiers and multifunction printers (MFPs) can automatically send converted files to pre-programmed destinations or on-demand to anyone, anywhere including mobile devices. Innovative text to
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Readdle Launches PDF Expert Enterprise, a Document Management System for the Mobile E
Art Post (Guest) ·
Readdle Launches PDF Expert Enterprise, a Document Management System for the Mobile Era Readdle Launches PDF Expert Enterprise, SaaS That Helps Any Organization to Set Up a Paperless Workflow on Mobile Devices; It Allows Companies to Replace Paper Documents With iPads for a Wide Range of Tasks From Board Meetings to Form Filling and Sales in the Field SAN FRANCISCO, CA, Apr 25, 2013 (Marketwired via COMTEX) -- Readdle launches PDF Expert Enterprise, SaaS that helps any organization set up a
Re: Oce and Canon
No I mean Canon direct in Canada. I was surprised to hear that myself but from what I hear from my Canadian counter parts it is true.
Reply
Re: 40 Questions To Ask About Your MFP Purchase Or Lease
Many of these questions focus too much on the features on a piece of hardware instead of on business issues that need addressed. Here are a few I will add: -- What issues, if any exist with the current systems and/or service provider? -- How do these issues effect productivity & business operations? -- Do you have any idea how much your other output devices cost your organization? -- How much time does IT spend on printer-related issues? -- Are there any processes that you wish were more
Reply
Re: Oce and Canon
Czech ·
Yes, there is Canon Direct in Canada. I had no idea there was no Canon Direct in the US. Canon Direct competes with Canon dealers too. It's a competitive market!
Reply
Re: Oce and Canon
Just found out today that a long time veteran contact I had in Canada is now gone. Canon direct cleaned house. Canada and the US are very different in in many aspects.
Reply
Reply
Re: Gifts & Prizes?
Chuck ·
Caveat - Consult your tax advisor. But if I "won" one but had to buy it myself and funds were included in my "wages" (thus taxed on W-2)it would automatically become an employee business expense (IRS form 2106) since it was not provided by my employer. I am not a tax advisor but in 32 years selling I've never been questioned by IRS.
Reply
Re: Gifts & Prizes?
Start wearing shirts branded with your company's logo. At that point, it is a uniform, plus you could probably launder them at home. There's some grey area when it comes to salespeople deducting clothing. Could I wear dress slack, shirts & dress shoes outside of work? Yes. Do I? No.
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Merging Document File Types Requires Document Management Strategy
Art Post (Guest) ·
offices still have paper filing cabinets for the paper ones but what do you do with all of the electronic forms and any paper converted to electronic through fax or scanning? Some companies try to deal with this situation by creating a series of shared folders on the company file server. This structure is ok when the file quantities are small and are short lived in nature, Over the long haul and as the quantity of material grows it becomes more problematic to manage and to search for records
Topic
Gifts & Prizes?
Just trying to get an idea how other companies handle the winning of gifts or prizes? Lets say you won a $599 IPad 32GB WiFi. Does that $599 value get added to your wages and you pay Fed, State, Social Security & Local taxes then you have to go to Best Buy and buy the IPad and pay the sales tax. Or are you given a 1099 for $599 and the IPad is sent to your office. Then any 1099 that is lower than $600 does not have to be declared. It is not really a gift/prize if you have to pay sales tax. What
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ECI FMAUDIT ANNOUNCES NEW PROFESSIONAL SERVICES OFFERING
Art Post (Guest) ·
. "Regardless of whether the dealer is new to Managed Print or an established reseller, FMAudit Professional Services will help document best practices for any FMAudit module including Service and Supply Alerts, and Data Syncs, as well as device reconciliation and cost reduction." "The FMAudit Professional Services team is wonderful to work with," says Amanda Chiancone, Director of Managed Print Services for LaserCyle. "They assessed our business needs to determine best practices and also handled
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Kofax Named a Leader in the Emerging Smart Process Applications Market
Art Post (Guest) ·
process outsourcing and other markets. Kofax delivers these through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com. © 2013 Kofax, plc. “Kofax” is a registered trademark and “First Mile” is a trademark of Kofax, plc. Read more here: http://www.heraldonline.com/20...g.html#storylink=cpy
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Lexmark introduces next-generation MX6500e to create complete, configurable MFP
Art Post (Guest) ·
Lexmark introduces next-generation MX6500e to create complete, configurable MFP NewsByte – April 30, 2013 – Lexmark International, Inc. (NYSE: LXK) today announced its new Lexmark MX6500e Multifunction Option that expands the capabilities of the company’s award-winning workgroup monochrome printers to create a powerful multifunction system that meets customers’ demanding capture, copy and finishing needs. The Lexmark MX6500e Multifunction Option easily combines with Lexmark’s MS710 Series* and
Topic
Microsoft 365 and scan to email
John ·
Does anyone know how to get an MP5002SP working with Microsoft 365 scan to email? I understand you must use TLS encryption but does Ricoh support this? Thanks, John
Topic
MP 2501SP
GIntel ·
Looks like the MP 2501SP launched in the US. http://ricoh-usa.com/products/...;scid=2&pid=2537 Anyone have any launch details? Genealogy/lineup positioning MSRP Consumable details etc
-=Good Selling-=
This Week in the Copier Industry 5 Years Ago
This Week in Copiers Five Years Ago
Last Week of April 2018
Real Copier Sales
While driving today I thought about why I lost an opportunity and it was no fault of my own, however it was due to the end of the year push. That end of the year push was from a direct branch of a manufacturer. It was a dump on price to get the order in before the end of the year. Thus, most of us know that the magic month for pushing from manufacturers is the month of March, because the end of the fiscal year is March 31st. But, how many times do we think about when our dealer competitors fiscal year ends? Not all dealers end their fiscal day on the last day of December! Thus take some time to know more about your geo competitors and make a note of when their fiscal year ends. Knowing this little piece of info will help you in winning that business.
Enjoy these awesome copier threads from 5 years ago
KONICA MINOLTA BRINGS ENHANCED PRODUCTIVITY TO THE PRINT PRODUCTION MARKET WITH THE ACCURIOPRESS C3080 SERIES
Art Post ·
Ramsey, NJ, April 24, 2018 (GLOBE NEWSWIRE) -- Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta,) a leader in digital production print products and solutions, introduced the latest generation AccurioPress color digital press, copier and scanner: the C3080 Series – which includes the C3080, C3080P and C3070. Also part of the launch is the AccurioPrint C3070L. The predecessors - AccurioPress C2070, C2060 and AccurioPrint C2060L are no longer available. The new C3080 is a unique
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New Konica Minolta Color Digital Presses Lead Market
Art Post ·
New Konica Minolta Color Digital Presses Lead Market MISSISSAUGA, Ontario, April 25, 2018 (GLOBE NEWSWIRE) -- Konica Minolta Business Solutions (Canada) Ltd. ( Konica Minolta ) a leader in digital production print products and solutions, introduced the latest generation AccurioPress colour digital press, copier and scanner: the C3080 Series – which includes the C3080, C3080P and C3070. Also, part of the launch is the AccurioPrint C3070L. The new C3080 is a unique, groundbreaking offering that
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KONICA MINOLTA HONORED WITH PRESTIGIOUS BUYERS LAB PACESETTER AWARD FOR ITS VISION OF THE WORKPLACE OF THE FUTURE™
Art Post ·
address the needs of tomorrow’s marketplace. That’s what we strive to accomplish on a daily basis. We’re grateful to Keypoint Intelligence – Buyers Lab for this recognition.” About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Workplace of the Future ™ ( www.reshapework.com ) with its expansivesmart officeproduct portfolio from IT Services ( All Covered ), ECM, Managed Print Services and industrial and commercialprintsolutions.Konica
Blog Post
Memoirs of a Copier Sales Person "The Hunt for Wide Format"
Art Post ·
other copiers that I spy. -=Good Selling=-
Blog Post
Memoirs of a Copier Sales Person "Vacations & Quotas"
Art Post ·
Interesting topic came up today while I was out knocking on doors again! Most of us (salespeople) have monthly quotas. For those of us that care, we take pride in striving to meet those monthly and quarterly goals. When we don't hit those quota's we start thinking about what went wrong, did we not prospect enough, was there not enough in the funnel. Most of us do have a sinking feeling when we don't hit our quotas. Today, I had the debate with a fellow sales person about monthly quotas and
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Konica Minolta Launches Latest Generation of AccurioPress
Art Post ·
services and product planning, Konica Minolta. “The upgrade to the newest Fiery platform helps ensure that our customers stay on the very leading edge of digital print productivity.” The new Fiery DFEssupport Konica Minolta’s innovative IQ-501 Intelligent Quality Optimizer with Integrated Color Care Unit, which allows operators to scan color patches and registration marks in-line for “1-touch” automated closed loop color control and precise front-to-back registration from the press panel. Using
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Konica Minolta to start layoffs in July
Art Post ·
the state's Grow NJ program, New Jersey's NJBIZ.com, an online business publication, reported in December. Konica Minolta plans to spend nearly $20 million to expand its operations in Ramsey, adding 29,400 square feet and expanded parking, creating nearly 400 new jobs, the report said. The corporate headquarters currently employs 474 people in two buildings with about 191,000 square feet, the report says. Konica Corp., a 100-year-old Japanese manufacturer of photographic, copier, and document
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ThinPrint Launches the First Managed and Secure Mobile Printing Solution for BusinessesThinPrint Mobile Print supports mobile business processes to deliver secure iOS and Android printing and...
Art Post ·
restricted as required for mobile users. ThinPrint’s close cooperation with the leading mobile device management (MDM) providers ensures seamless interaction for companies with enterprise mobility management (EMM) systems in use. The included secure pull-printing feature, which allows users to authenticate themselves directly at the printer, rounds off the solution perfectly. Comfortable printer assignment in the ThinPrint Mobile Print Management Console ThinPrint Mobile Print enables printing
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Xerox launches new ConnectKey-enabled VersaLink C7000 Series multifunction colour printer for small and medium enterprises
Art Post ·
A s part of the company's ConnectKey portfolio that launched last year, Xerox announced the VersaLink C7000 Series multifunction colour printer. This mobile-ready and app-enabled device is ideal for small to medium workgroups to enhance efficiency and productivity. The VersaLink C7000 is fast and reliable, offering print speeds up to 30 ppm in colour or black and white, and first page output as quick as 5.1 seconds. It offers a print resolution of 1200 x 2400 dpi and can handle a range of
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KYOCERA Announces Consolidated Financial Results for Year Ended March 31, 2018
Art Post ·
components, electronic devices, solar power generating systems, printers, copiers, and mobile phones. Kyocera appears on the “Top 100 Global Innovators” list by Clarivate Analytics and is ranked #522 on Forbes magazine’s 2017 “Global 2000” listing of the world’s largest publicly traded companies. Contacts KYOCERA Corporation (Japan) Kenichi Hara, +81-(0)75-604-3416 Corporate Communications Fax: +81-(0)75-604-3516 webmaster.pressgl@kyocera.jp
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Ringdale Announces FollowMe® Availability on Lexmark's Latest A4 Workgroup MFPs
Art Post ·
technology in 1997 and has continued to be at the forefront of the industry for over three decades. With offices in the United States , United Kingdom , Singapore and Japan , Ringdale has a strong global partner network and relationships with the world's leading printing manufacturers including Brother, Canon, Hewlett Packard, Lexmark, Konica Minolta, Kyocera Mita, Oce, OKI, Ricoh, Samsung, Sharp, Toshiba and Xerox. Lexmark and the Lexmark logo are trademarks of Lexmark International, Inc., registered
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Xerox Retains Leadership in Fourth Consecutive Market Report for Channel Managed Print Services
Art Post ·
development program, which offers extensive marketing, sales, training, operational support and resources for channel partners.” Xerox’s MPS offerings address the needs of both large enterprise and small- to medium-size business (SMB) customers facing the challenges of digital transformation today. From workflow automation to analytics, Xerox helps customers reach sustainability goals, gain greater visibility and control of document processes and costs, and improve security through the latest
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LawrenceInk Adds to Canon Fleet by Purchasing an Océ VarioPrint i300
Art Post ·
ensures each job receives vibrant graphics, vivid printing, speedy delivery, and unwavering quality. Since installing two Canon imagePRESS toner devices in 2016, the family-owned business continues its multi-generational print story and has now turned the page to a new chapter, including the acquisition of one of inkjet's most prolific presses – the Océ VarioPrint i300. "Canon has been with us for the balance of our career as a true collaborator and a company that's continued to push us in the
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Thomas Printworks Expands its Offerings with Installation of the Océ Colorado 1640 Printer
Art Post ·
MELVILLE, N.Y. , April 30, 2018 /PRNewswire/ -- Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A. , Inc., today announced that longtime customer Thomas Printworks has added to its robust Océ/Canon fleet with the installation of the Océ Colorado 1640 printer – an acquisition poised to significantly expand its large format print capabilities. The industry-leading roll-to-roll printer was installed at the company's Austin, Texas location. Operating for over 60 years as a
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Canon Q1 Profit Rises, Sales Down; Backs FY18 Forecast
Art Post ·
(RTTNews.com) - Digital camera maker Canon Inc. ( CAJ ) reported Wednesday that its first-quarter net income attributable to the company increased 3.7 percent to 57.11 billion yen or $538.80 million from last year's 55.09 billion yen. Earnings per share increased 5 percent to 52.89 yen or $0.50 from 50.44 yen a year ago. Net sales dropped 1.2 percent to 960.71 billion yen or $9.06 billion from prior year's 972.76 billion yen. The company's first-quarter operating profit grew 5.3 percent from
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A real leap in Label Printing with OKI Pro Series printers
Art Post ·
label printing technology, and both Pro Series label models are expected to strengthen the company's foothold within the printing and packaging industry in the region -- the Japanese company is already a leading B2B electronics manufacturer renowned for creating and selling business printers globally. OKI Pro Series Label Printer (Pro1040/Pro1050) helps businesses capture more attention through creative labels. The Pro1040 and Pro1050 are narrow-format label printers made for users who need on
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Xante Showcases Creative Unboxing Experience During FESPA Global Print Expo
Art Post ·
SAN DIEGO - April 26, 2018 - Memjet, a leading developer of inkjet printing technology, today announced that its OEM partner Xante will be exhibiting in the Digital Corrugated Experience during FESPA 2018 Global Print Expo. At the event, Xante will be highlighting its notlikeyou case study. This customer story describes how a customizable shoe business acquired the Xante Excelagraphix 4800 to produce packaging that supports a positive “unboxing” experience that enhances the customer
Blog Post
Color Label Press University "Where to Find Color Packaging"
Art Post ·
print migration and the need for dealers to follow the migration of print. Those catering boxes is an excellent example of print migration. Alas, I have nothing to offer that company to either reduce their costs, or bring that printing in house (I did find out that all of these branded boxes are out- sourced). But if you were a Dealer for Muratec America a Konica Minolta Company you'd be knocking on their door with information about the PKG-675i. The PKG-675i is capable of printing on corrugated
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Konica Minolta Awarded Contract to Digitise 3 Million Pages for a Government Ministry
Art Post ·
enhance document security where access is granted through user authentication and minimise information leaks. Konica Minolta's Document Process Outsourcing Solution transforms paper-intensive process to digital process, allowing ease of access to information and reduce its environmental impact. About Konica Minolta Business Solutions Asia Konica Minolta Business Solutions Asia is transforming the workplace of the future with its customer-centric solutions and hardware for the digitally connected
Reply
Re: Kyocera to rebadge Ricoh MP Pro 8200EX?
fisher ·
Hey, the Ricoh MP501, MP601 and the accompanying printers are really Kyoceras.
Reply
Re: Kyocera to rebadge Ricoh MP Pro 8200EX?
fisher posted: Hey, the Ricoh MP501, MP601 and the accompanying printers are really Kyoceras. Yes they are. Just the panel is different.
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Industry Voters Name Ricoh 'Company to Watch Out For' at Inkjet Summit
Art Post ·
commitment to building a robust and comprehensive inkjet portfolio, exceeding its customers’ needs and developing innovations that advance print. For details on Ricoh’s full line of production print products, services and solutions, please visit https://www.ricoh-usa.com/en/p...-industrial-printing and join the conversation on Facebook , LinkedIn and Twitter using #LookAtRicoh. Source: Ricoh USA
Reply
Re: Kyocera to rebadge Ricoh MP Pro 8200EX?
Ricoh914 ·
What is Ricoh directs service and sales future plan?
Reply
Re: Kyocera to rebadge Ricoh MP Pro 8200EX?
Art Post ·
Ricoh914 posted: What is Ricoh directs service and sales future plan? not sure. I'm sure there will be much talk at the next Ricoh National Event
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Image Options Provides Reforestation Options with PrintReleaf
Art Post ·
PRESS RELEASE For Immediate Release For more information, contact dmason@printreleaf.com Image Options Provides Reforestation Options with PrintReleaf Denver , Colorado; April 2018 -- Since 1999, Image Options has used the most innovative, forward-thinking processes, technology, and equipment to deliver superior visual and consumer experience solutions for many of the world's best-known brands. For nearly 20 years, the company has developed a well-earned reputation for sustainable operation and
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Ricoh's 2018/Q4 (found on the web)
Art Post ·
Found this in my google alerts It's an impairment loss linked to the acquisition of IKON and MindShift; a recognition that their past strategy didn't work. What is important to know is that they're not actually losing money. Everything's described in the press release you're linking; and I urge the interested people to read it, and also the February 2018 presentation linked to in the article. There's no reason to panic
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Ricoh DD6650P no longer available
Art Post ·
I just went to check Aficio League because I needed to quote another DD6650P. Seems Ricoh does not off this model anymore. In fact it seems Ricoh only manufacturers one duplicator for sale in the states now. When you visit the Ricoh web page they do show a graphic banner with the DD6650P. WTF?
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7 Lessons: The Comprehensive Sales Guide to Closing Deals
Art Post ·
This post is going to break down for you everything you want to know about how to close like a pro — from crushing your sales goals to learning from the mistakes that other sales professionals have already made — all in one nicely assembled article that you can reference anytime you want. These sales secrets come directly from industry pros that know their way around the block and back, blindfolded. If you really want to tap into your inner sales guru, read on to learn how to close like a pro
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Fujifilm and Xerox renegotiate terms under pressure from Team Icahn
Art Post ·
TOKYO -- Fujifilm Holdings and Xerox are renegotiating an agreement that would see the Japanese group take over its long-time American partner but which has run into vocal opposition from top investors Carl Icahn and Darwin Deason
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Epson Now Shipping Next-Generation SureColor F2100 Direct-to-Garment Printer
Art Post ·
LONG BEACH, Calif. , April 30, 2018 /PRNewswire/ --Epson today announced it is shipping the new Epson SureColor® F2100 direct-to-garment printer. Equipped with an Epson PrecisionCore® TFP® printhead and leveraging Epson UltraChrome® DG garment ink technology, the SureColor F2100 delivers high-quality prints at production speeds, achieving up to twice the speed as the previous generation DTG printer1. Four color ink technology delivers durable, vibrant output and newly developed print modes
Comment
Re: Memoirs of a Copier Sales Person "Vacations & Quotas"
Jason H ·
still connected and still have great success in selling a couple/few machines in that week away it’s hard to change that routine even being on “vacation”
Reply
Re: Xante Showcases Creative Unboxing Experience During FESPA Global Print Expo
Art Post ·
This is the future of print, get it now or be lost in the sea of selling MFP's
Comment
Re: Ten Things You Need To Know Before you Lease or Buy a New Ricoh MP C3004 & MP C3504
John ·
Agreed. Great units.
Blog Post
Are You Leading An Authentic Sales Life?
"If you're your authentic self, you have no competition" Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want! It may sound a bit touchy-feely but set aside some alone time, take a look inside yourself as sales is all about building credible, genuine and real relationships
Comment
Re: Memoirs of a Copier Sales Person "Vacations & Quotas"
Art Post ·
Jason We love what we do! Ty for the comment!
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10 Things That Only Happen to Salespeople
Art Post ·
By Ken Kupchik April 26, 2018 For Salespeople Some people think that they have “interesting” experiences at their job, but it’s unlikely that their experiences are anything like what salespeople go through. Since sales is such a diverse profession that spans across industries and puts employees in front of various people from all walks of life, the things that happen to salespeople can be quite interesting. Here are ten things that only happen to salespeople: 1. You can go from being on top of
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How to Book More Sales Meetings Using a Simple Psychology Trick
Art Post ·
request were 135% more likely to respond positively to the second request," Neil Patel wrote of the experiment for Forbes . The takeaway for salespeople: Priming your prospects with a small request makes them more likely to say "yes" to a big one. So before you ask for a meeting, consider asking for information, a referral, or an opinion first. Here are some questions that might come in handy: Could I get your thoughts on X trend? Could you explain to me how you currently handle Y? Who is
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Melbourne label printer’s major investment positions it in major league
Art Post ·
By Henry Mendelson Installations Melbourne-based ExelPrint is making major hardware investment planned to place the growing the label printer at the forefront of digital label production in Australia. The niche label and tag production house is installing a new production line consisting of a new Screen Truepress Jet L350UV digital label press and a new Rotary Engineering finishing line in the biggest ever investment in its 12-year history. The new digital UV press was sold through Sydney
Reply
Re: School Board Approves Contract for Multi-Function Copier Equipment
Art Post ·
That's a nice contract!
Member
Tish
Reply
Re: Colour Print or Copy for 2 Cents Per Page | Kyocera MFP 3Tier Pricing
Art: I saw this post from 2012. Lexmark's now have the tiered pricing and it is amazing how little color actuallygoes on most printed pages. The "highlight" color is less than 6% per page. The cost are what you are showing in your comment. Here's the thing ...if color with normal margins is about Two per page then why aren't more dealers using this to gather more business. This tiered color price is now rampant in Indy. I think (like the change to A4) this is starting to get traction. Also, you
Reply
Re: Colour Print or Copy for 2 Cents Per Page | Kyocera MFP 3Tier Pricing
Art Post ·
Bill I'm not sure why more dealers aren't turning to tiered billing. Maybe they do trust the software? I know our Ricoh's can do it also, but it's never brought up to help sales. It could be something else also. Too many dealers are making too much money with clients not hitting their minimum color volumes. Why would they want to kill the golden goose? I don't see much of tiered billing here in NJ. I know it's being offered and may be a reason why I didn't get some recent opps. I'm going to
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Profitable Scanning Service Provider Relies on the Versatile Contex Scanner to Capture High-Quality Images of Customers’ Varied Assets
Art Post ·
preserved, detailed copy of the map as it is now. It’s a little tattered, so it’s even more important that we capture a high-quality image of it,” she said. When combined with a digital output device – from HP, Canon or Epson – the Contex HD Ultra can be leveraged as an MFP solution via USB or the network. Though it’s not configured in this way at Graphic Imaging, Desautels said, “Knowing that we can scan and easily print to any plotter sure makes it appealing.” Imaging operators may appreciate a few
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Nice Review of DocuWare Cloud
Art Post ·
are several options for getting documents into DocuWare Cloud, across a wide range of use case scenarios. Documents can be imported through the web client or the DocuWare Cloud Scan App can be installed in order to scan documents directly into DocuWare Cloud. Alternatively, admins can configure custom printer drivers so users can streamline some import tasks, such as indexing and form handling. Admins also have the ability to configure an FTP folder so documents are immediately saved into a
Lead for IT Services
see attached file
Lead for 190 MFPs for K12
see attached file
Daily Digest for April 20th, 2023
Daily Digest Email |
This is a Daily Digest from Print4Pay Hotel. |
General Information (All Members) / The MFP Solutions Blog LinksCanon gives more details on new A4 color MFPs Now shipping the imageCLASS MF750 series, which are all 35ppm top speed MF751Cdw offers: 50 sheet document feeder (does not scan both sides at same time) Top scan speed of 14opm for color, 28opm for b/w Base MSRP of $599.00 Fax board MF753Cdw offers: Base MSRP of $649 Document feeder scans both sides of original at same time Holds up to 50 originals Top scan speed of 20opm/40ipm for color and 40opm/80ipm for b/w Fax board $84.99 for black toner...  Art PostPC sales are down double digits Research published by IDC For last quarter, total worldwide shipments down 29% from 80.2 million to 56.9 million YoY HP sales of PCs down 24.2% Apple sales of PCs down 40.5% Lenovo of China sales of PCs down 30.3% Art PostHard drive sales plummet CRN magazine reports that sales of hard disk drives has plummeted 35% Drop in sales observed in all segments Seagate has 44% of all sales, while Toshiba has 19% marketshare Main reason for decline is hard drives are being replaced by superior solid state memory chips (SSD) which have no moving parts, use less electricity, and are self-encrypting Kyocera suffers another security issue Bleeping Computer magazine reported that the Kyocera mobile printing app for Android mobile devices has a severe security vulnerability Could allow a hacker to download and install malware Hackers could also potentially acquire confidential information on the mobile devices Ricoh wins production print contract Award from State of Michigan Print & Mail Facility in Lansing, MI Installed new Pro VC40000 production color inkjet system reported on Bleeping computer Print management software developer PaperCut is warning customers to update their software immediately, as hackers are actively exploiting flaws to gain access to vulnerable servers. PaperCut makes printing management software compatible with all major brands and platforms. It is used by large companies, state organizations, and education institutes, while the official website claims it serves hundreds of millions of people from over 100 countries. The company... reported on Printing Impressions Memjet has announced the launch of a turnkey printing solution, the DuraBolt 325C PrintEngine. This high-volume, integrated print engine is augmented by a sophisticated Digital Front End (DFE) that streamlines interaction between the print engine and all aspects of the printing process. DuraBolt is easy to integrate and operate and delivers high speeds, precision print quality, and broad functionality. DuraBolt 325C PrintEngine | Credit: Memjet The DuraBolt... OEM Hardware Press Releases & Companies in the News / General Press Releases, Good Will, Movers n Shakers/EventsArt PostWHEELING, W. Va. and ST. LOUIS, Mo. (PRWEB) April 19, 2023 TROY Group, a worldwide leader in MICR inks, toners and document security solutions, has presented its annual TROY Partner of the Year award to Distribution Management for 2022. Each year, this award recognizes a partner for providing the best possible service levels, meaningful sales resources and an overall exceptional customer experience for the TROY reseller community. Distribution Management, a leader in the distribution of... OEM Hardware Press Releases & Companies in the News / The BIG 4 (Canon, Ricoh, KonicaMinolta, Xerox) "In The News"FOR IMMEDIATE RELEASE Konica Minolta Wins Social Impact Award Recognized for Arbor Day Foundation CSR activation at Labelexpo Americas 2022 Ramsey, NJ -- Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announced it received an Honorable Mention as part of PR Newsline’s annual Social Impact Awards. This award recognizes outstanding corporate social responsibility (CSR) and diversity, equity and inclusion (DEI) initiatives. Konica Minolta’s winning Arbor Day Foundation... OEM Hardware Press Releases & Companies in the News / Sharp/Kyocera/Toshiba "In the News"Sharp dealers focus on executing on simply smarter work opportunities for production print, enhanced security, managed print and collaboration needs. LAS VEGAS , April 19, 2023 / PRNewswire / -- Sharp Imaging and Information Company of America (SIICA) is hosting its National Dealer Meeting from April 18 to April 21, 2023 . At this flagship dealer event, themed "Opportunity Meets Execution," nearly 1,000 attendees are coming together at The Wynn in Las Vegas, NV , to experience Sharp's new... Reply by Art PostI believe the OEM is FBI (Fuji Business Innovation) and the model is Revoria Press PC1120 Toshiba Honors Earth Day with Year-Round Reforesting & Recycling Toshiba's Eco Efforts Include Recycling Nearly 59 Tons of E-Waste While Replanting 26,134 Trees Across the Globe in 2022 LAKE FOREST, Calif., April 19, 2023 — Toshiba America Business Solutions celebrates Earth Day 2023 by reforesting thousands of trees in ecologically sensitive areas worldwide while also eliminating tons of e-waste from filling open spaces. Last year's resulting efforts include replanting 26,134 trees and... Sharp and ConnectWise Announce Strategic Collaboration Photos (1) Major advancement in print security the first deliverable from the companies' joint efforts MONTVALE, N.J. and TAMPA, Fla. , April 19, 2023 / PRNewswire / -- Sharp Imaging and Information Company of America (SIICA) and ConnectWise, the world's leading software company dedicated to the success of IT solution providers, have announced a strategic collaboration to deliver upon their shared vision of providing secure and efficient... |
Introduction to Print4Pay Hotel YouTube Channel
How I plan to share my knowledge, inspirations and ideas for the office technology business
What Is Managed Print Services? Defining The MPS Solution
Let’s take the mystery or any confusion out of the meaning of managed print services, also known as “MPS”. The reality is that managed print services can extend to many boundaries, limited only by the solution provider’s ability to deliver a complete solution specific to managing and supporting the print environment of a company.
What Is Managed Print Services?
Managed print services is made up of providing a complete yet customized solution to solving the needs of a specific customer’s printer and copier fleet. This can be a comprehensive set of hardware, software, services, supplies, and consumables, with support and infrastructure management that enables better printer and copier utilization and lower costs. However, by simplifying what MPS is or what an MPS program looks like as a value offering and solution from YOU (the provider), life will be easier on your organization’s effort in rolling out and delivering an MPS program, as well as being able to communicate and educate the end-user on what exactly MPS means for them.
MPS Is Flexibility, Transparency, And Automation For The Printer Fleet
The most important aspect of MPS is the ability to monitor and manage the print environment with a print management software solution and data collection agent (printer dca). Delivering a managed print services solution requires at a minimum, an ALL-in-ONE software platform that will allow you to automate and streamline as much of your business processes as possible. Such as having the ability to track and report on devices and consumable data (i.e. page counts, print volumes & usage, track and monitor toner waste, track cartridge installation dates and cartridge utilization to prevent waste, track orders & shipments, etc.)
Keeping things simple, start small, and then GROW (depending on what your current offering and capabilities are today). First create YOUR own definition of what makes up YOUR MPS offering on a high level. For example, purposes, use the foundation of any MPS solution and know you must offer one or all of the following solutions, services, and/or toolsets to start:
• Data Collection Agent or printer dca Software (mandatory) – Print Device Monitoring
• Supply Fulfillment Program (Toner & Ink) – Automated supply fulfillment and order management processing
• Break-Fix Service & Maintenance – Printer service and repair program (JIT or SLA)
• Hardware Optimization – Print device sales, upgrades, etc.
• Toner Cartridge Recycling – Environmental sustainability program
Is the above an elementary breakdown of what encompasses Managed Print Services, of course it is. But that is my point. Keep it simple.
1. Define your purpose for offering MPS
2. Develop a Strategy to get there (start SMALL and then GROW)
3. Conduct a GAP analysis (including the type of solution you truly want to offer) and determine what capabilities you have today and what type of MPS solution you can currently offer (simple/basic or robust) and identify what the differences are.
4. Take an Inventory of your resources (that includes people, software, hardware, and capabilities), and determine what parts of an MPS Solution do you sell today and what skillsets do you currently have in-house to sell MPS.
5. Determine what else YOU need to close the GAP(s) and figure out how to get those things (utilize toolsets available on the marketplace that can streamline and automate processes, don’t try and re-invent the wheel, use relationships, partners, and other available resources, or acquire the things you need in order to reach the desired state of your MPS Solution Offering!
a. Determine the things you WANT to offer
b. Determine the things you CAN offer
c. Determine how to GET the things you CAN’T offer
The example of Providing the 5 service offerings as the core of what makes up an MPS program or MPS solution is key, (with the understanding that ALL of the above aspects of MPS do NOT have to be implemented at the same time in order to be considered an MPS program). Certainly, within each of the above service segments, there are a number of processes and procedures that take place which can and will turn the program from simple to robust, but that is the beauty of defining what your MPS offering consists of! Keep it simple. Start small and Grow. A most importantly, commit to learning and educating.
BASIC Components Of A Successful MPS Program
1- The MPS Educator/Director
First and foremost, there must be a committed MPS educator, director, or trainer at the dealer level, and there SHOULD be (in my opinion) a committed MPS educator, director, or trainer provided to the dealer at the distributor level. These point of contacts need to know all things MPS, including the vision, direction, toolsets, resources, with a goal of providing education top-to-bottom on the why and how managed print services is crucial and successful for all parties involved. Without these committed individuals, it’s going to be a challenge to garner MPS business from your clients.
2- The Printer DCA must be installed.
Without the deployment of the printer data collection agent (DCA) to monitor the end customers’ device fleet and print environment, there is zero visibility, transparency, or data to be able to offer the end customer with true MPS solution. Simply put, without an intelligent, flexible, brand-agnostic printer DCA, there is no start to offering an MPS program.
**NOTE – We will be outlining the detailed components for a successful MPS program in the coming weeks, so be sure to join our newsletter for details when it is live!
Detailing The Flexibility, Transparency, And Automation Of MPS
Flexibility in the general supply ordering and order fulfillment process:
• Providing automated toner and inkjet supplies fulfillment, which is only possible with the use of a printer DCA to monitor the device fleet and trigger consumable alerts and orders automatically at the right moment.
Flexibility in payment or billing options and structure:
• Providing the end-user with the ability for orders to be automated and purchased on a transactional basis. (The MPS DCA must be installed at the end-user location, an alert is triggered by MPS DCA, toner is shipped, end-user is charged or invoiced for the individual toner or ink consumable)
• Providing the end-user with the ability to be invoiced on a cost-per-page billing structure (DCA is monitoring print environment, page counters report is generated at the end of the billing cycle, end-user is invoiced for total pages printed during billing period x cost per page black & cost per page color) In addition to billing CPP, dealers also have the ability via the MPS DCA, to build in additional revenue-generating billing parameters, such as charging for scans, toner waste (utilization), page covered percentages, min/max page counts, additional flat fees, and more.
Transparency in what the print environment looks like:
• Dealer ability to monitor all print fleet-related data, including:
– device inventory
– page counts
– print volumes
– device make and models
– service and technical alerts
– cartridge utilization and consumable waste prevention
– fleet optimization and obsolescence avoidance
– actual page coverage
– consumables status and alerts
– preventative maintenance and downtime reporting
– consumable forecasting
– and more
• End-user visibility via a customer-facing data collection panel or dashboard to view
– the devices being monitored by the DCA
– fleet status
– page counters
– consumable alerts
– technical service events and alerts
– device uptime and downtime data
– TCO reporting
– and more
Automation for Print Fleet Management, Order Management
Including:
– Sales order & Purchase Order
– Supplies Fulfillment
– Technical Service & Support
– Device Analytics
– Billing
– Fleet Optimization
– and more
Providing transparent and flexible solutions to ordering consumables and automating the fulfillment process, along with monitoring the print fleet and environment so that both the end-user and dealer know EXACTLY what the print environment is costing (the end-user) and what opportunities reside within the environment to capture revenue (for the dealer), is the core value behind operating a true MPS solution. This is combined with the goal of securing and increasing the customer lifetime value (CLV).
The end-user and the dealer (MPS provider) all get value in the form of transparency and strategic control (with visibility and access to print devices being picked up by the DCA), long-term recurring revenue in the form of contractual agreements for providing the aforementioned MPS services defined, and closes the loop for keeping competitors out by offering more value-added services where the end customer does not need to go anywhere for services you can provide.
Today's Hacked!
Hacked!
Neo-Nazis Hacked Porn Star Riley Reid and Tried to Recruit From Her Millions of Followers.....A neo-Nazi group that considers themselves an “extremist alternative to the 12-step program” hacked the account of one of the world's most popular ...
NSO Hacked iPhones Without User Clicks in 3 New Ways, Researchers Say ....Citizen Lab has detected multiple NSO hacking methods in past years while examining the phones of likely targets, including human rights workers ...
How NSO's Pegasus Spyware Hacked Latest iPhones - National Security & Cyber....How NSO's Pegasus Spyware Hacked Latest iPhones. Citizen Lab report exposes three new NSO Zero-Click exploits used to hack the most ...
Russian APT hacked Cisco routers to hit US government - ....Cisco routers hacked to hit US government organisations: NCSC, NSA warning over unpatched Cisco boxes comes as switchgear is...
If Crypto OGs Are Being Hacked, Where Does That Leave the Rest of Us? -....There's reportedly been a nasty bug going around OG crypto holders, affecting arguably the most critical part of Web3 infrastructure: the MetaMask ...
N.K. hacking group Lazarus infiltrated 61 S. Korean institutions last year: police.....Lazarus, a North Korean cybercrime group, hacked hundreds of computers belonging to 61 South Korean institutions last year in an attempt to launch a large-scale cyberattack on the South, police said Tuesday.
-=Stay Safe=-
Lead for Fleet of Copiers and Managed Print for K12
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